05:00
Faizan
Recently I listened to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale--perhaps the most important factor in moving toward the close. Unfortunately, many salespeople overlook the psychology behind the sale and instead repeat the same mistakes and get the same result: no sale.
1. Expertise in the factors that determine the impact of your sales message:
• Body language -- 55%
• Voice quality -- 38%
• Words -- 7%
Start with the external, physical presentation. Is your body language open? Does it express your confidence in your product or service?
Your voice quality comes in a close second to your body language, and is particularly important to those of you who sell over the phone. Do you remain sitting when you make calls, or do you stand up? Standing up projects your voice.
You can also increase your effectiveness by proper pitch, pace, and articulation. If you make most of your sales through calling, the quality of your presentation is all in your voice.
Words have little influence on the impact of your message, yet salespeople continue to use words without support from the two most important elements in presentation: body language and voice quality. Make sure those elements are most effective to make sure you sell.
2. Recognize and focus on the four personality styles of your customers:
Every day, every salesperson encounters people with these styles, yet rather than adjust the presentation to the client, the salesperson sells the way he or she wants to be sold. You may be already familiar with Meyers-Briggs, DISC, or McQuaig, yet do you know how to recognize the client's personality style and then present to that style? Probably not.
You need to start: you can increase your profits at least 10% simply by closing clients using this technique.
Once you learn the styles, you can customize your presentation to the client. For instance, some clients want bullet points, some want to talk about their family first, some want a team environment, and some want only logic. Imagine the advantage you have when you recognize their style, then present to that style to access their needs or wants.
3. Use of first, second, or third-party platforms to increase your credibility:
Most salespeople live in the first-party world: they tell their clients about the product or service from a first-person point of view, such as "tell the client and then tell them what you told them." Pitching this way will rarely move you toward the close. Storytelling salespeople use a second-party platform--a more effective, indirect approach that makes points with clients
1. Expertise in the factors that determine the impact of your sales message:
• Body language -- 55%
• Voice quality -- 38%
• Words -- 7%
Start with the external, physical presentation. Is your body language open? Does it express your confidence in your product or service?
Your voice quality comes in a close second to your body language, and is particularly important to those of you who sell over the phone. Do you remain sitting when you make calls, or do you stand up? Standing up projects your voice.
You can also increase your effectiveness by proper pitch, pace, and articulation. If you make most of your sales through calling, the quality of your presentation is all in your voice.
Words have little influence on the impact of your message, yet salespeople continue to use words without support from the two most important elements in presentation: body language and voice quality. Make sure those elements are most effective to make sure you sell.
2. Recognize and focus on the four personality styles of your customers:
Every day, every salesperson encounters people with these styles, yet rather than adjust the presentation to the client, the salesperson sells the way he or she wants to be sold. You may be already familiar with Meyers-Briggs, DISC, or McQuaig, yet do you know how to recognize the client's personality style and then present to that style? Probably not.
You need to start: you can increase your profits at least 10% simply by closing clients using this technique.
Once you learn the styles, you can customize your presentation to the client. For instance, some clients want bullet points, some want to talk about their family first, some want a team environment, and some want only logic. Imagine the advantage you have when you recognize their style, then present to that style to access their needs or wants.
3. Use of first, second, or third-party platforms to increase your credibility:
Most salespeople live in the first-party world: they tell their clients about the product or service from a first-person point of view, such as "tell the client and then tell them what you told them." Pitching this way will rarely move you toward the close. Storytelling salespeople use a second-party platform--a more effective, indirect approach that makes points with clients
Posted in: business
